Date: December 10, 2001
I'm interviewing for Marketing Director positions, and found myself talking about
the past -- what I had done. After all, if I'd done it before, I could do it again.
Then I read your book -- and secured another interview.
This time, I used the time to start doing the job. Haven't got the job yet, but I'm the leading candidate.
The traditional model is awkward because the interviewer focuses on what you did
for your previous employer, rather than how your skills would be put to use for them. It's not their fault; it's
simply the accepted model.
Further, what you're doing for your current employer is never exactly what your
prospect needs, and you create a gap which puts your candidacy at risk.
Your "do the job" model mitigates that risk. Rather than wasting time
"selling yourself", you start solving their problem immediately. After all, it's not about you -- it's about
them. They did not bring you in to solve your problem of getting a job -- they brought you in to see if you could solve their problem.
So, I asked this prospective employer a series of questions about what they want
to achieve in the next 30 days, 60 days, 90 days. I began translating these objectives into a marketing strategy and plan,
using the whiteboard in their conference room.
I attached a more refined plan to my follow-up letter. They could see that I would come in and be productive immediately.
P.S. -- This is a great model for salespeople as well. After all, what is a job
interview? A sales call! Also, I carry a couple of spare whiteboard markers in
my pocket -- then I'm not searching for pens, or even worse, discovering a dry pen.